Success in sales is about more than closing deals; it's about creating opportunities where none exist and empowering your team to shine. In this exciting episode, Lance Tyson sits down with Jason Gonella , the Senior Vice President of Ticket Sales at the XFL , for a deep dive into the world of project structuring and successful sales leadership. With a career spanning top sports organizations from the Eagles to the XFL, he walks us through the various models he has worked with and for creating s...
Oct 27, 2023•38 min•Season 2Ep. 15
In this episode, Lance Tyson has a profound talk with Dan Lefton , Chief Revenue Officer and EVP of the Detroit Pistons. Dan walks us through his professional journey, from his time in Philadelphia, to what landed him in Detroit, and everything in between! He brings tremendous wisdom not only from his mentors but also from his own personal experiences, from calculating the right amount of risk to standing his ground on issues that matter. One of Dan's highest priorities is making sure he and his...
Oct 06, 2023•1 hr 5 min•Season 2Ep. 13
True mastery isn't a destination, but a deliberate journey where expertise, purpose, and joy intertwine to build better businesses and a more fulfilling life. In this episode, host Lance Tyson sits down with William Buist — speaker, mentor, and the author of Intentional Mastery . Together, they discuss the art of intentional mastery and its profound impact on building better businesses. William’s latest book serves as the foundation of the discussion, where he explores the three distinct phases ...
Sep 21, 2023•29 min•Season 2Ep. 14
Business is just like sports; you need the right strategies with the right people to succeed. In this episode of Against The Sales Odds, Lance sits down with Spencer Ambrosius , the SVP of Ticket Sales and Service for Ilitch Sports + Entertainment. Spencer walks us through his career and what has helped him succeed, from his time as a collegiate athlete to the business side of professional sports. Spencer has been through various roles in his career that have invoked many different qualities tha...
Sep 14, 2023•42 min•Season 2Ep. 12
Success is tasteless without the sweetness and bitterness of the journey. The obstacle could be the way to your success. In this episode, Lance Tyson sits down with the Vice President of Ticketing, Sales and Service for the Denver Broncos, Marc Jackson, to take us across his journey as a collegiate athlete who played football at The University of Illinois. Marc talks about the work ethic and lessons he learned on the field and how they translate to the business side of professional sports in his...
Sep 07, 2023•41 min•Season 2Ep. 11
Lance Tyson sits down with Joel Adams , the VP of Ticket Sales for the LA Clippers. This episode takes us through the hardships of his career progress and the unexpected challenges he has faced. He also talks about his journey in the professional sports industry. Lance and Joel have known each other for years, and Joel is mentioned in the first chapter of Lance's bestselling book, Selling is an Away Game! If you want to climb the ladder in your industry and career, this is a great listen with lo...
Jul 25, 2023•40 min•Season 2Ep. 10
Building your network is essential for personal and professional growth. But that network requires a relationship nurtured proactively. In this episode, Lacy Ekert , the Chief Partnership Officer of the Cincinnati Bengals in the NFL, tells us her story, where she grew up, up to her current position, and everything in between. Lacy brings insights on building your network effectively and how to build those relationships through her different opportunities throughout her career. Lacy loves to lear...
Jul 10, 2023•40 min•Season 2Ep. 9
This episode of Against the Sales Odds podcast features Jeff Morander , the CEO of ALSD . Jeff has vast experience and knowledge in the professional sports sales industry. From his time at Boston University to his current position as the CEO, Jeff gives valuable insight into how he has maneuvered his way through the professional sports world and how ALSD breaks down the silo of the fan experience. He shares best practices and strategies on how stadiums and organizations can enhance that experien...
Jun 28, 2023•49 min•Season 2Ep. 8
This episode of Against the Sales Odds podcast is an interview with Amir Zonozi, the President and Co-Founder of Zoomph. Lance Tyson and Amir talk about the intricate details of Zoomph, their partnerships, Amir's story from college to his current professional career, and everything in between. Throughout this interview, Amir expands on Zoomph's audience, partnerships, challenges, and day-to-day activities for his role. Sign-up for Lance Tyson's newsletter HERE. Check out Tyson Group's Open Enrol...
Jun 14, 2023•41 min•Season 2Ep. 7
Over the past five years, there has been a focus on increasing funding for businesses owned by women and BIPOC individuals. However, despite progress being made to close the funding gap, women-owned businesses in the US still only receive 7% of venture funds. Nevertheless, more companies and venture funds are being created to support underrepresented communities. In this episode, Lance interviews Nicole Jeter West, CEO of Underdog Venture Team, a next generation agency that provides an integrate...
Mar 29, 2023•52 min•Season 2Ep. 6
Sometimes, life will throw you a gut punch. Darleen Santore, aka Coach Dar , has seen a fair share of calamitous situations in her 25+-year career, from major league players suffering slumps and season-ending injuries to executives floundering professionally and experiencing financial devastation. That’s on top of her own setbacks like three strokes before the age of 45 and the loss of both of her parents. How did she thrive through all of that? More importantly, how can you do the same? As a me...
Feb 22, 2023•34 min•Season 2Ep. 5
The business side of sports is as much about team building as it is in the court or field. Kristin Bernert has been on both sides of the court. Now finding herself in a top leadership position, she understands the value of effective leadership in empowering teams that make an organization great. In this conversation with Lance Tyson, she shares with us how that dynamic plays out in the Columbus Crew, where she is the President of Business Operations. She also tells us of her journey in sports, s...
Nov 16, 2022•1 hr 7 min•Season 2Ep. 4
Most people approach business deals extremely carefully to steer clear of any arguments. But sometimes, there is confidence in conflict – as long as they are handled the right way. Lance Tyson sits down with Kwame Christian, President and CEO of the American Negotiation Institute , who talks about his strategies in finding opportunities even in the most serious conflicts. He explains why emotions must be set aside during business negotiation to yield the best results for both parties. Kwame also...
Nov 15, 2022•44 min•Season 2Ep. 2
Success could manifest in different ways, but at the heart of it, you can find some commonalities that catapult people to new heights. Our guest for this episode has moved around in her career, reaching higher from one transition to another. Karen Mangia, the Vice President of Customer & Market Insights with Salesforce, sits down for an insightful interview with Lance Tyson. She takes us across her journey, offering a blueprint for success. Beginning with her role at AT&T, Karen shares w...
Oct 19, 2022•55 min•Season 2Ep. 1
What constitutes effective sales leadership? Lance Tyson's guest is Greg Kish , Head of Revenue at SOFI Stadium . In this interview, Greg shares several insights with us that have propelled him to the top of his game. He discusses his view on the job interview, the importance of preparation in sales, and the impact of mentorship throughout your career to create a wellspring of confidence. If you listen closely, you'll even hear sales advice that Bruce Wayne's mentor shared with him in the movie ...
May 25, 2022•46 min•Season 1Ep. 45
In sales, you need to figure out what works, and then repeat it over and over again. That’s discipline. Joining Lance Tyson today is Michael Forde, the CSO of the Orlando Magic. Listen to this episode and you’ll hear discipline running throughout it. Michael’s sales philosophy, work ethic, and career are built on discipline. It’s how he built his sales teams, his businesses, and his career. You’ll also hear his insight into building and managing a remote team, ideas on his leadership strategy, a...
May 18, 2022•39 min•Season 1Ep. 44
How do you stay mentally healthy during stressful times? First, be present at the moment and optimize the time you have. Lance Tyson presents Scott O'Neil, the CEO of Harris Blitzer Sports Entertainment. Scott has been named the most innovative executive in sports today by SportTechie magazine. Embedded in his story, you’ll hear advice for getting to the top of your game, a 5-point plan for staying mentally healthy in times of extreme duress (like the past year of the pandemic!), and an exercise...
May 11, 2022•37 min•Season 1Ep. 41
If you want to build a high-performance sales team, then you need to start with the right people and then double down on professional growth. This week’s episode features Bob Sivik , the VP of Ticket Sales and Service for the Haslam Sports Group . Lance and Bob cover a lot of ground, exploring how to engage people just starting their careers, taking the calculated risk, and his architecture for creating a high-performance sales team. But the core of Bob’s story is people – if you hire the right ...
May 04, 2022•40 min•Season 1Ep. 42
Do you want to grow more and sell better? Build a relationship with yourself. Be vulnerable, honest, and humble. Lance Tyson introduces Scott McGohan, the CEO of McGohan Brabender. Scott’s story encompasses the people element of sales, but with a unique twist that would make Ben Franklin proud. Scott, by his own admission, started his journey as a destructive hero. Now, he encourages his people to discover and live their personal values. According to Scott, to sell well, you must like yourself a...
Apr 27, 2022•37 min•Season 1Ep. 43
Are you leading your sales team effectively? Our guest today is Michele Kajiwara , the SVP of Premium Seating at AEG/ Staples Center. Michele’s story starts in retail where she learned that sales is a balance between hubris and humility. Throughout her story, you’ll hear advice like: “Follow your passion.” She’ll uncover the value in those years between jobs and reveal an alternate way to land that coveted position in your target company. She even asks the question that highlights why we do this...
Apr 20, 2022•52 min•Season 1Ep. 40
We all want to achieve our goals and be successful. We want to make a significant difference and drive change. But are we taking the steps needed towards professional growth? Lance chats with Todd Fleming , Vice President and General Manager for Legends Global Sales. Todd has taken on several high-profile roles in his career. In navigating that path, he touches on the need for flexibility and agility, working with like-minded people, and the importance of grit. As he said, “I wasn’t necessarily ...
Apr 20, 2022•1 hr 1 min•Season 1Ep. 39
Are you managing your business just to earn money? You can’t succeed without the people you have around you, so it’s very important to keep growing, learning, and evolving while making a difference in people’s lives. Let's all listen to Mike Drake , the Senior Vice President of Global Partnerships and Premium Sales for the Atlanta Hawks. In this episode, he draws heavily on the ideals and principles of servant leadership when he talks about building a first-class team and the supporting sales cu...
Apr 20, 2022•35 min•Season 1Ep. 38
There isn't any leader right now without a crisis. That is why crisis management is crucial. It is vital in navigating the pandemic and taking on the resulting new business landscape. In this episode, Lance Tyson sits down with Brad Alberts , President of the Dallas Stars, to discuss crisis management and leadership. Brad addresses the mindset, skills, and attitudes salespeople and leaders will need to adopt as we look to the future. But he always comes back to one of the foundations of sales: t...
Apr 13, 2022•32 min•Season 1Ep. 37
If you’re wondering how to compete in a way that helps you grow and build relationships, Gretchen Sheirr has the answers for you. Gretchen is the Chief Revenue Officer for the Houston Rockets who has years of competitive experience to share with you today. She talks with host Lance Tyson about how you need to break your own record rather than try to beat other people. Learning this will help you create a high-performance sales team, powering through the challenges that come out of the left field...
Apr 13, 2022•36 min•Season 1Ep. 36
Process-driven systems offer key advantages that can help push your business to greater heights. Systems such as these not only make identifying areas for improvement easier, they also help make formulating resolutions a snap. Lance Tyson’s guest in this episode is Matt Goodman, COO and CCO for New York City Football Club. Matt strikes on the need for a repeatable process to produce a predictable result, managing and coaching a diverse group of salespeople, and the need for an ongoing training p...
Apr 13, 2022•44 min•Season 1Ep. 35
Sometimes a deal doesn't go your way. Maybe the terms just aren't right. When that happens, do you hold to your value? That is a fascinating question, and we will hear our guest's take on it in this episode. Lance Tyson speaks with Anthony Macri, VP of Partnership Marketing for the Memphis Grizzlies. Anthony's career has taken him all over the world, from coaching basketball in Baltimore to creating multimillion-dollar partnerships in Indonesia to leading his current team in Memphis. An interest...
Apr 06, 2022•43 min•Season 1Ep. 34
The world has changed post-pandemic, and the way businesses work has changed along with it. What does sales leadership have to offer in this brave new world? Lance Tyson sits down with Brian Risse, VP of Public Library Sales for Cengage Learning, to discuss the ways this pandemic has altered how we do business, the importance of leadership and mentorship, and the one factor that will have the biggest impact on your sales process. After listening to this episode, you’ll agree with Brian that whil...
Apr 06, 2022•35 min•Season 1Ep. 33
In a market full of big names, the only way you can compete with them is to stick to your fundamentals. You're in for a treat as your host, Lance Tyson interviews longtime associate, Kerry Bubolz, President and CEO of the Las Vegas Golden Knights. In this episode, Kerry reintroduces us to Vince Lombard’s philosophy – it's all about the fundamentals! Kerry and Lance discuss a number of those fundamentals, including attention to detail, the best way to compete when you can't match your competition...
Apr 06, 2022•46 min•Season 1Ep. 32
Any professional in any field is striving for professional development. But what qualities and elements can supplement your path to career growth? In today’s episode, Lance Tyson sits down with Ethan Casson, CEO of the Minnesota Timberwolves. Ethan shares a fascinating journey that includes talking himself into a $24,000 job in professional sports that previously didn’t exist. Lance shares advice on the power of persistence, the importance of patience and timing in achieving your outcomes, and t...
Mar 30, 2022•41 min•Season 1Ep. 31
You can be good at selling but if you can’t listen, you’ll never be a successful sales leader. Leadership is all about finding your weaknesses. Join your host Lance Tyson as he sits down with Ron Skotarczak, Executive Vice President of Marketing Partnerships with MSG Entertainment. As you listen to Ron reflect on his career’s evolution, you’ll gain insights into growing as a leader. Listen closely and you’ll discover his necessary ingredient for success, the importance of relationships in sellin...
Mar 30, 2022•38 min•Season 1Ep. 30
